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FROM THE PUBLISHER’S DESK Dear Readers,

Advisory Board

Welcome to the Fall issue of The New Dentist™ magazine. s you work to grow your practice, it’s important to understand why patients choose one dentist over another. There are likely plenty of skilled, experienced dentists in your community—so why would a new patient choose you over them?

If you want your practice to be the most appealing to new patients, you have to focus on giving them what they want. Train your team members to deliver top-notch customer service and to do their part to ensure every patient has an exceptional experience. This will not only help attract new patients to your practice, it will also keep them loyal.

Here are a few more tips designed to make you the go-to dentist in your community: Set convenient hours. If you live in a community where most people work 9 to 5, offer appointments in the evening and on Saturdays. Live in a major metropolitan area? Consider staggering the lunch hour or adjusting the work day to ensure the practice is prepared to offer both early morning and lunchtime appointments.

Provide a variety of services. The more you can offer patients, the more likely they are to choose your practice as their dental home.

Make room for new patients. When potential new patients call to schedule an appointment, they don’t want to hear they’ll have to wait weeks to see the doctor. To avoid this, determine how much time you need to allocate in the schedule to accommodate new patients, and then reserve those spots during your practice’s prime time.

Offer affordable payment plans. Offering third party payment options through companies like CareCredit will attract more patients to your practice as well as enable them to accept treatment they otherwise couldn’t afford.

In this issue…

We’ve covered a variety of topics that are sure to help you become the dentist more patients in your community choose. On page 14 you’ll find an article on how volunteering sets you apart, while the article on page 6 looks at how creating a multispecialty practice leads to growth.

On page 18, Bethany Valachi details the importance of investing in ergonomic equipment, and Dr. Jeffrey Albert outlines the benefits of specializing in endodontics on page 8.

Thinking of investing in an intraoral camera? Read the article on page 24. If you want to improve pain management in your practice, turn to page 10. For advice on how to be more successful, read what Dr. Daniel Ward has to say on page 28. And finally, if you’ve ever wondered what it would be like to be part of our New Dentist Advisory Board, turn to page 7 for information on how to apply.

2 THENEWDENTIST.NET FA L L 2 0 1 6

Christopher Banks, DDS Inwood, WV WVU, 2011

Bryan Basom, DDS Columbus, OH Ohio State, 2007

Rebecca Berry, DMD Oakland, ME Tufts, 2011

Julie Boerger, DMD Patchogue, NY University of Montreal, 2010

Hal Cohen, DMD Haverford, PA Temple University, 2010

Larry Dougherty, DMD San Antonio, TX Nova Southeastern, 2008

Dennis Frazee, DDS Mooresville, IN Indiana University, 2012

Lindsay M. Goss, DMD, MPH Chandler, AZ ASDOH, 2010

Erica Haskett, DDS New York, NY NYU, 2008

Aaron Layton, DDS Fort Collins, CO Indiana University, 2010

Leah Massoud, DMD Morgan Hill, CA Tufts, 2009

Katie Montgomery, DDS Marysville, OH Ohio State, 2006

Michael Potter, DDS Quincy, WA University of Minnesota, 2014

Tyler Scott, DDS Loudonville, OH Ohio State, 2009

Mary Shields, DMD, MPH Louisville, KY University of Louisville, 2011

Matthew Silverstein, DMD, MPH West Hartford, CT University of Pittsburgh, 2012

Nicole Smith, DDS Newport Beach, CA NYU, 2009

Gregory Snevel, DDS Cleveland, OH Ohio State, 2011

Here to help,

Sally McKenzie, Publisher

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PNC Bank, National Association. Member FDIC

TABLE OF CONTENTS

FALL 2016 FA L L 2 016 PUBLISHER

Sally McKenzie Sally@thenewdentist.net DESIGN AND PRODUCTION

Picante Creative www.picantecreative.com EDITOR

Renee Knight renee@thenewdentist.net SALES AND MARKETING

Jessica Mandrell, National Sales Manager jessica@thenewdentist.net For display advertising information, contact ads@thenewdentist.net or 877-777-6151. Visit our digital media book at www.thenewdentist.net/ mediabook.htm

10 FE AT U R ES

Copyright ©2016 The McKenzie Management Company, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, without permission in writing from the publisher. Authorization to photocopy items for internal or personal use is granted by The McKenzie Management Company, LLC for libraries and other users registered with the Copyright Clearance Center.

Starting the 6 Multispecialty Practice Becoming an Endodontist Managing Patient Pain Giving Back

8

10

14

10 Smart Ergonomic Choices for The New Dentist

18

Do You Really Need 24 an Intraoral Camera?

Dr. Daniel Ward on Success

28

14 D E PARTMENTS 2 Publisher’s Message

32 4 THENEWDENTIST.NET FA L L 2 0 1 6

The New Dentist™ magazine is published quarterly by The McKenzie Management Company, LLC (302 N. Chestnut St., Barnesville, OH 43713) on a controlled/complimentary basis to dentists in the first 10 years of practice in the United States. Single copies may be purchased for $8 U.S., $12 international (prepaid U.S. dollars only).

32 Skinny on the Street 32 Index of Advertisers

Disclaimer — The New Dentist™ does not verify any claims or other information appearing in any of the advertisements contained in the publication and cannot take responsibility for any losses or other damages incurred by readers’ reliance on such content. The New Dentist™ cannot be held responsible for the safekeeping or return of solicited or unsolicited articles, manuscripts, photographs, illustrations, or other materials. The opinions, beliefs, and viewpoints expressed by the various authors and contributors in this magazine or on the companion website, www.thenewdentist.net, do not necessarily reflect the opinions, beliefs, and viewpoints of The New Dentist™ magazine or The McKenzie Management Company, LLC. Contact Us — Questions, comments, and letters to the editor should be sent to renee@thenewdentist.net. For advertising information, contact ads@thenewdentist.net or 877.777.6151. Visit our website at www. thenewdentist.net to download a media kit.

By Renee Knight, Editor

Starting the

multispecialty practice Why this might be a good option for new dentists and how to get started.

After Dr. Craig Spodak joined his father’s dental practice in 1998, it didn’t take long for him to notice the rising number of patients presenting with difficult cases—cases they had to refer out to specialists. Patients didn’t like the idea of going to a new practice to receive their dental care, and often asked why the father-son team couldn’t treat them in their office.

D

r. Spodak wanted to offer more value to his patients, so he decided to turn Spodak Dental Group into a multispecialty practice that could meet just about any patient need. It took seven years for him to get there, but the practice now has several specialists in-house who offer a variety of services, including endodontics, orthodontics, oral surgery, implants and periodontal treatment.

“It’s a great value proposition for the patient and it’s a more efficient way to deliver care,” Dr. Spodak said. “You can afford to have all the technology the patients deserve and it allows dentists to share knowledge. You have built-in coverage if you want to go away, and you can work together and learn together. I’m a big believer in this model.”

It took a lot of work to get Spodak Dental to where it is today, and involved creating a broad base of GPs to feed the practice as well as recruiting and retaining multiple specialists, Dr. Spodak said. To make a multispecialty practice a reality,

6 THENEWDENTIST.NET FA L L 2 0 1 6

the dentist owner must not only be skilled at the craft, but also must serve as an exceptional mentor, manager and leader as the practice develops.

There are many benefits to creating a multispecialty practice, especially if the specialties that join forces are compatible, said David Cohen, owner of Cohen Law Firm.

For example, adding pediatrics and orthodontics to a practice makes a lot of sense because many of the children you treat will one day need orthodontic care.

“The more you can offer your patients in-house, often the better,” Cohen said. “If you can combine specialties that create more opportunity for your patients and more opportunity for the owner, that’s a win-win.”

Think a multispecialty practice might be right for you?

Here’s advice to help you get started.

ATTRACTING SPECIALISTS Doctors who opt to open a multispecialty practice are

typically visionaries with a focus on Before you start the patient experience, said Dr. Jeff ramping up your Carter of the Practice Design Group. models to build the And if they want to get specialists to better mouse trap and agree to work with them, they have make more money, to be. The practice needs to be able try to connect to your to support the patient flow required craft first. A lot of new to keep specialists productive, dentists are under while also offering them enough pressure and focused money and fulfillment to keep them coming back a few days a on their debt. When week or a few days a month. dentists focus on their Building relationships with debt they get nervous specialists usually becomes easier and see more dentistry once you have an established than they should. Focus practice, Dr. Carter said. If you on what’s right for know you’re referring out so many people and the cases to oral surgeons each month, money shows up. you have solid numbers to back up the need to add an oral surgeon — Dr. Craig Spodak to your practice. While you can’t guarantee a specific number of cases, this type of data makes specialists more confident in their ability to produce—and more likely to work with you.

“It has to be lucrative for a specialist,” Dr. Carter said.

“They’re more highly trained and invested more in their education, so they expect to make more. You might not make as much as the specialist, but if you can bring more of these procedures in-house, you get a portion of the revenue.”

STRUCTURING THE AGREEMENT Before bringing on any specialists, you need to have a partnership agreement in place, Cohen said, which should govern three phases—how you get into the deal, how you operate through the deal and how you get out of the deal in case of disability, death, disagreement and default or if someone decides to practice elsewhere. When working with specialists, there are a lot of ways you can split the money and costs, as well as manage the practice. The agreement should spell out exactly how that will work.

Cohen recommends hiring a dental-specific CPA, attorney and even a consultant to ensure the business is structured properly. It’s also important to make sure you’re in compliance with all laws. For example, if you create separate business entities for each specialty, you could essentially end up referring patients to yourself—which is a problem in some states.

Working with a dental specific team to set up the agreement will help you avoid these and other legal pitfalls.

WANTED Advisory Board Members

The New Dentist™ Magazine Sally McKenzie, publisher of The New Dentist™, announced that the magazine is currently seeking applicants to join the publication’s advisory board. Dentists who have graduated dental school between 2009-2016 are invited to apply. Board members serve for a two-year term in a volunteer advisory capacity helping to identify pertinent topics for today’s new dentists.

“It’s an honor to work with these new dentists who have great insights into the successes and challenges they face daily in the profession. They are in the trenches and know what’s important to their fellow new dentists and are willing to share their experience with their colleagues,” said Ms. McKenzie.

This open enrollment will continue until December 15, 2016.

Interested new dentists can apply by going to The New Dentist™ website,

www.thenewdentist.net/advisoryboard.htm

DESIGNING THE PRACTICE Designing a multispecialty practice is different than designing a solo general dentistry practice, Dr. Carter said. There’s a lot to CONTINUED ON PAGE 21 >>

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THENEWDENTIST.NET

7

BECOMING AN

By Dr. Jeffrey Albert

Endodontist

How one dentist decided to make the switch to endodontics and how you can too.

I

am very fortunate to be part of such a great profession.

The specialty of endodontics provides me with so many great opportunities to fulfill what I want my life to stand for. It allows me to become involved with education and volunteering, as well as provide an important clinical service to help patients feel comfortable and maintain their natural dentition.

As my involvement grows within the profession, I find myself experiencing a greater sense of satisfaction and a continual desire to progress—which is something new dentists considering entering this specialty field can experience as well.

As I was maturing in general dentistry, I felt my ability to provide patients with the highest quality of care would best be achieved through specialization. After practicing general dentistry for seven years, I decided to apply to endodontic residency programs. By narrowing my focus to one discipline, I would become a more confident, skilled clinician. Engaging in the study and discussion of the literature with specialty experts would give me a solid foundation to support my future treatment decisions through scientific reasoning.

If you feel the same, my story might encourage you to follow a similar path.

Getting started

Why endodontics

While I’m happy where I am now, there were moments of hesitation during those initial years of dental school. Dental school was overwhelming and I was unable to experience the true enjoyment I had hoped for interacting with and helping patients. Furthermore, I felt I lacked the confidence to perform the large number of procedures we are expected to provide at the highest standard.

My first few years in private practice changed my perspective on where I fit within the profession. Most importantly, I began to truly enjoy practicing clinical dentistry. Helping and interacting with patients resulted in a great sense of professional fulfillment.

My growing passion for the profession combined with the desire to help others led me to pursue interesting new directions within dentistry. I worked for the health department, volunteered in several countries in Asia and developed a pro-bono root canal program for underprivileged children in South Florida. Volunteering and helping the underserved became a primary focus in my life and professional career.

There are many aspects of the endodontic specialty that intrigued me. The emphasis on science and biology was extremely appealing. During my pre-doctoral education, I had a profound interest in the underlying biologic significance associated with endodontic practice. As I continued practicing general dentistry, I became more involved in endodontic continuing education courses, writing articles and developing local programs to help underserved children maintain their teeth through root canal treatment—all things I would recommend any young dentists interested in the field do as well.

My involvement with a regenerative endodontic case report provided me with a glimpse into what the future of the profession held, and I liked what I saw. The more I learned about the specialty, the more excited I was about becoming an endodontist. I watched the specialists in my community use incredible technology and skills to complete the most challenging cases with a high degree of accuracy. I wanted to add these skills to my practice and had an intense desire to learn more.

8 THENEWDENTIST.NET FA L L 2 0 1 6

I remember the first time I looked through the endodontic microscope and glanced at a CBCT scan. I was enthusiastic and motivated to use this state-of-the-art technology in future root canal treatments. It was evident specializing in endodontics was the next step for me.

The benefits There is nothing more fulfilling than helping patients alleviate pain and providing them with options to maintain their natural dentition. As endodontists, we continually face the difficult task of treating patients experiencing high anxiety and severe pain. The challenge of properly informing patients and correcting the societal stigma identified with root canals inspires me to communicate more effectively.

As an endodontist, I educate patients that root canal treatment is a highly successful and painless option to help maintain their teeth. The greatest feeling is when a patient who has tremendous fear of root canals leaves the office with a positive experience and a changed perspective on this significantly mischaracterized treatment.

These positive interactions with patients are the basis for what drives me to be a better practitioner and continually advance my education. Attaining board certification is a prime example of an essential process needed to achieve a strong scientific background to provide patients with the best endodontic care.

I encourage young dentists to become involved with different aspects of the profession. There are many activities for developing dental professionals to experience, whether you want to get involved with endodontics, another specialty or excel as a GP. These include teaching, volunteering, mentoring, research, clinical practice, lecturing and involvement in organized dentistry. Passion and motivation within the profession can arise from many available options. Taking advantage of all the dental profession has to offer will lead to a long, successful and fulfilling career.

Dr. Jeffrey Albert earned a Bachelor’s of Science degree at the University of Michigan and completed his Doctor of Dental Medicine degree at Nova Southeastern University, College of Dental Medicine in Fort Lauderdale, Florida. He practiced as a general dentist in south Florida for 7 years and served as an adjunct professor at Nova Southeastern University Dental School. Dr. Albert followed his dream of becoming an endodontist and completed a postgraduate specialty program at New York University, College of Dental Medicine. Following graduation he achieved a Diplomate status from the Board of Endodontics.

Get involved One facet of the profession I am extremely proud of is my involvement in the American Association of Endodontists (AAE), and would recommend young dentists who are interested in this field get involved as well. The association provides many noteworthy benefits to its members and as a participating AAE committee member, we have made great strides to educate the public.

Recently, a treatment options guide was developed to educate general dentists on the prognosis of many advanced endodontic procedures that we perform. These current projects, along with many others actively presented by the AAE, act to improve the profession, making this a great group to get involved in.

Find your passion After seven years of practicing general dentistry, it was a difficult decision to return for a postgraduate education.

I look back at the decision to specialize in endodontics as one of the best choices I’ve made. As a board certified endodontist, I am much more confident with treatment planning and the procedures I perform. This results in a much more satisfying career.

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THENEWDENTIST.NET

9

Managing

Patient PAIN

By Renee Knight, Editor

When patients leave your office, you want them to tell family and friends about the great experience they had. This is key for any dentist, but especially for new dentists who are trying to build their practices.

Patient loyalty and referrals are always the goal, but this won’t happen if patients experience pain during their visit.

The thought of getting an injection or the pain that comes during and after a procedure is what keeps many patients from getting the dental care they need, said Dr. Peter Nkansah, a dental anesthetist in private practice in Toronto, Ontario, and an instructor at the University of Toronto.

Maybe they had a bad experience once before or have heard horror stories about how much a filling or a root canal hurts.

Easing patient concerns, explaining to them that they might experience pain and then doing your best to minimize that pain will help ensure patients get the care they need, and is an important part of your role as a dentist.

“If you don’t have that conversation and something hurts, how well has that patient been managed in regards to pain? Not very well,” Dr. Nkansah said.

“Knowledge is key for patient

10 THENEWDENTIST.NET FA L L 2 0 1 6

comfort and confidence. It also shows a good level of empathy and understanding for the new dentist.”

Types of local anesthetic When it comes to managing pain during a procedure, Dr. Nkansah said there are five main types of local anesthetics—lidocaine, articaine, prilocaine, mepivacaine and bupivacaine. Lidocaine and articaine are the two most popular, with articaine the best option when you’re having difficulty getting a patient frozen.

Mepivacaine and bupivacaine both keep the patient numb longer, Dr. Nkansah said, and bupivaciane is indicated for patients who will likely be in pain a few hours after a procedure is over.

CONTINUED ON PAGE 12 >>

Post-op pain Patients don’t just have pain during procedures; they often experience pain postop as well, Dr. Nkansah said.

Inflammation causes most post-op pain, whether it’s from trauma to a nerve, a socket or the gums.

It’s important to anticipate how much pain patients might experience and how you’re going to control it. Dr. Nkansah recommends starting with a Non-Steroidal AntiInflammatory Drug (NSAID) like ibuprofen or Advil. Patients should take the appropriate dose on a time schedule, say every 4 to 6 hours, for the first few days—no matter how they’re feeling. If the pain still isn’t handled after a few days, the patient can take the medication as needed. In some cases you might need to change the NSAID given, switch to a different NSAID or add another medication, such as an opioid.

Pain Management continued from page 10

Choosing the right anesthetic depends on the level of numbness you need and for how long, Dr. Nkansah said.

“New dentists should be well versed in the variety of techniques to get people frozen in the first place and well stocked with local anesthetic choices they can employ,” he said. “You might not need all five but having three of them on hand would be smart.”

“HATE THE IDEA OF CORPORATE DENTISTRY?

The benefits of buffering Anutra Medical is one of the manufacturers that offers local anesthetics, and adds sodium bicarbonate to lidocaine with epinephrine, a commonly used anesthetic, to lower its acidity and thus the burning sensation patients feel during an injection. This buffering helps ensure nearly pain-free injections and reduces the amount of time it takes for patients to get numb, said Ryan Vet, Director of Sales and Marketing.

“You want to create an incredible patient experience and buffering is one of the only things that is virtually painless,” Vet said. “You think patients fear the needle but they actually fear what you’re injecting. That’s what burns. It works as a topical so if you put a drop of the buffer anesthetic on the gums they won’t feel a pinch or a burning sensation.”

The anesthesia is released in two minutes or less, Vet said, which benefits both your patients and your workflow.

Patients typically get numb on the first try and you don’t have to leave the room while you wait for the anesthetic to take effect—saving you quite a bit of time pre-procedure.

Dr. Tesha Whaley agrees and said Anutra saves her about 10 minutes per patient, which could add up to an hour a day depending on the procedures scheduled. She’s been using Anutra for about a year.

“Patients definitely feel the injection less,” Dr. Whaley said of Anutra’s benefits. “There are times when the patients don’t feel it at all.”

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Talking to patients about pain management When discussing recommended treatment with patients, it’s important to prepare them for the amount of pain to expect and what you’re going to do to ease that pain, Dr. Nkansah said. Nobody likes to be uncomfortable, but if you prepare patients and let them know you’ll do your best to alleviate the pain, they’ll be more likely to accept treatment.

This is especially important when you’re talking to fearful patients, Dr. Whaley said.

“Explaining to patients we use an anesthetic that’s designed for them to hardly feel the injection definitely helps calm their nerves,” she said.

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The benefits of effective pain management Not only does pain management help ensure patients get CONTINUED ON PAGE 27 >>

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Giving Back

A look at some of the organizations you can get involved with and why it’s important for new dentists to volunteer.

By Renee Knight, Editor

After

Give Back a Smile

s you get established in the community you chose to practice in, it’s important to start building relationships and making connections.

This will not only make practicing dentistry more fulfilling, it will also attract more patients to your office.

One of the best ways to do that is through volunteer work. Volunteering shows the community you care, while people in need receive dentistry they otherwise wouldn’t be able to afford.

“There’s an extensive need out 14 THENEWDENTIST.NET FA L L 2 0 1 6

there for people who have lack of access to dental care, and dentists have the unique ability to restore smiles,” said Lisa Fitch, Director of the American Academy of Cosmetic Dentistry’s Charitable Foundation, the organization behind Give Back a Smile. “The smile is so powerful in life. It means so much beyond the esthetics. Dentists are in the position to make a true difference in people’s lives who are genuinely in need, which is pretty amazing.”

If you’re ready to start volunteering, there are plenty of organizations that

A case Dr. Parihan Tamkin treated through Give Back a Smile

could use your talents. Here’s a look at just a few of the organizations you can get involved with, and the benefits of volunteering.

Give Back a Smile Dr. Parihan Tamkin first became involved with Give Back a Smile as a dental student in 2010, raising money for the organization through a student group. Once she graduated, she knew she wanted to become a volunteer dentist and provide free care for victims of domestic violence.

She recently performed her

PHOTOS COURTESY OF DR. PARIHAN TAMKIN

Before

dentistry you get instant gratification.

As a provider you’re rewarded immediately with them smiling and saying ‘Oh my God, this looks great. I can smile again.’”

Hundreds of dentists have volunteered with Give Back a Smile since it began in 1999, with 600 active dentists providing care today, Fitch said. Dentists are matched up with domestic violence victims in their area who qualify for the program. The AACD completes pre-screenings and it’s the patient’s responsibility to schedule the initial appointment.

PHOTO COURTESY OF TEAM SMILE

Team Smile

Through Team Smile, volunteer dentists spend a day treating children in need at a professional sporting event, like a Kansas City Chiefs football game, Executive Director Lezlie Doyle said.

About 300 children are treated during each program, and on average each receives $450 in care.

Team Smile turns to volunteers to set up the clinics and to provide screenings, treatment, cleanings and sealants, Doyle said.

“Many times this is their first interaction with a dentist,” Doyle

functioning dental clinic so children can receive the care they need is truly rewarding, and makes all the hard work that goes into planning the program worthwhile, Dr. Robbins said.

“It is important that new dentists reach out to their community to help,” she said. “The skills we have can serve so many and we can help educate the next generation on the importance of oral health care.

Volunteerism helps round out your practice and helps show your patients you are more than just a dentist. You are a person who cares about your

America’s ToothFairy

said of the children who are treated through Team Smile. “We keep the atmosphere fun. We have a DJ playing and appearances from cheerleaders and mascots.”

Team Smile began 10 years ago in Kansas City and has since expanded across the nation. Dr. Rebecca Robbins recently started a program with the Cleveland Indians, for example, and in two years 250 volunteer dentists have treated 657 children and donated $300,000 in free dental care.

Watching the Terrace Club at Progressive Field turned into a fully

PHOTO COURTESY OF AMERICA’S TOOTHFAIRY: NATIONAL CHILDREN’S ORAL HEALTH FOUNDATION

Team Smile

first case, treating a patient who had multiple objects thrown at her face, including a boom box. This patient suffered a fractured jaw, which had healed by the time Dr. Tamkin saw her, and presented with fractured teeth, tooth decay and gum disease.

Dr. Tamkin spent about five months treating this patient, which included gum surgery, extractions, crowns, bridges, implants and a root canal—at least $10,000 worth of dentistry.

“When we handed her the mirror she was in tears. She hugged us and thanked us,” Dr. Tamkin said. “In

community and only good things come out of that.”

Dr. Deanna Barden first got involved with Team Smile in dental school, and helped develop ways to incorporate more education into the clinics. Since she became a practicing dentist, she’s volunteered with her local program twice.

“When you have a skill set that enables you to help people who are less fortunate, it’s important to do that,” Dr. Barden said. “It’s something you just have to make time for.”

CONTINUED ON PAGE 16 >>

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Giving Back

continued from page 15

America’s ToothFairy: National Children’s Oral Health Foundation This organization formed in 2006 with the goal of promoting positive oral health behavior in children, and that includes providing education about the oral-systemic link as well as the importance of prevention, Founding President & CEO Fern Ingber said. America’s ToothFairy offers a variety of programs young dentists can get involved with, including Tomorrow’s Smiles, Students United and the Practice of Distinction program, to name a few.

While new dentists can get involved with any of these programs, Ingber recommends becoming a Practice of Distinction. Through this program dentists receive a variety of new patient marketing tools, a community education kit, recognition in the Practice of Distinction Directory, as well as other materials and

opportunities. The $1,000 yearly taxdeductible cost of the program goes directly to the organization and helping children improve their oral health.

“This differentiates dentists in their community and establishes them as real oral health advocates,” she said.

“This is a chance for dentists to build their practice and give back to their community while really positioning themselves as an oral health champion and a practice that cares.”

Dental students can get involved with America’s ToothFairy through Students United, which is exactly what Dr. Risa Hurwich did. She started by attending health fairs and eventually became president of her chapter.

During that time she developed a podcast for a local school that focused on educating students about a variety of oral health topics.

Volunteering through Students United helped Dr. Hurwich find her

path; she’s since decided she wants to become a pediatric dentist and recently began her residency at UIC College of Dentistry. It also gave her an opportunity to meet and learn from other dental students as she volunteered her time—something she feels she owes any community she lives and works in.

Other benefits Volunteering shows you take your corporate responsibility seriously, Doyle said. It gives you a sense of purpose while also endearing you to the community you serve—which is important to a young dentist who’s trying to grow a new practice. And if you get your staff involved, volunteering can be a great team building activity as well.

“It’s really important to remind yourself why you signed up to become a dentist,” Dr. Tamkin said. “Dentists are not just there to provide cosmetic work. We’re also health care providers. If we don’t make that difference nobody else is going to make that difference.”

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10 Smart Ergonomic

Choices for the New Dentist

By Bethany Valachi, PT, MS, CEAS

Fig. 1

“In dental school I thought I was invincible.

I didn’t realize the magnitude of the problem in our profession.”

“I wish I had paid more attention earlier in my career; I never thought it would ever happen to me.”

1. Hip Angle. You want a seated posture that places your

pelvis in a position that naturally balances your spinal curves. This will require sitting with the hips higher than the knees (thighs sloping slightly downward).

18 THENEWDENTIST.NET FA L L 2 0 1 6

PHOTO COURTESY OF BETHANY VALACHI

T

hese are the voices of recent dental school graduates who have launched themselves into promising careers, only to be thwarted by a painful musculoskeletal syndrome. The reality is that two out of three practicing dentists experience occupational pain. This problem usually begins in dental school; more than 70 percent of students complain of musculoskeletal pain by their third year. This is partly from contorting around institutional equipment purchased in bulk and generic quantities for financial considerations. While these units may be adequate for the delivery of dental care, many of them have poor ergonomic design. By graduation, students often have acquired postural imbalances and pain syndromes that they believe simply come with the job, leading them to choose equipment that merely supports the poor posture they acquired in dental school.

Good ergonomic habits and quality equipment selection are two of the smartest investments new grads can make in their careers. When it comes to equipment, the choices you make can either improve or worsen your musculoskeletal health. Investing in the wrong equipment leaves you with a dilemma—either replace the equipment (an expensive proposition) or live with it (a painful alternative). Such choices are especially important for new graduates who may be making a large initial investment or for established offices planning renovations.

Here are my top 10 strategies for new dental grads, designed to ensure longer, healthier careers:

Loupes should have a steep declination angle of at least 40 degrees.

To achieve this on a traditional operator stool, angle the seat forward 5-10 degrees, then adjust the height until thighs are sloping downward. A saddle stool will achieve this position much more easily—simply adjust the saddle stool height until your thighs angle downward at a 45 degree angle. Some older non-tilting A-dec stools can be retrofitted with a tilting mechanism for $180. You also can use a wedge cushion to attain the proper seated position.

2. Keep it steep. Invest in ergonomic loupes. A steep

declination angle is your most important consideration (at least 40 degrees). The steeper the declination angle, the better the head posture. Most TTL loupes (and some nonadjustable flip-ups) on the market are non-ergonomic and cannot achieve this. I repeatedly see my dental students hunching forward over their typodonts wearing TTL loupes the vendor claimed had a 45 degree declination angle. When I measure the declination angle, it is only 25 degrees. Buyer beware! There are only 4 vertically

adjustable flip-up loupes on the market that ensure a steep declination angle (Fig. 1). You can read reviews of loupes at posturedontics.com/magnification_review.php.

upper arch. They are reluctant to recline patients back far enough to get the occlusal plane of the upper arch behind the vertical plane. This results in forward leaning.

Ergonomic dental cushions can go a long way in making the patient comfortable and able to tolerate fully reclined

3. Narrow backrest. Look for patient chairs with narrow

upper backrests to allow close access in the 8-10 o’clock positions. This also will allow closer positioning for your assistant, who will greatly appreciate your chair selection!

CONTINUED ON PAGE 20 >>

4. Proper exercise. Many new grads embark upon vigorous

We recently asked our advisory board members about the importance of ergonomics in their office and the products that help them practice more comfortably. Here’s what they had to say:

exercise routines to improve their health, only to discover they are targeting muscles that worsen imbalances to which dentists are uniquely predisposed. A painful musculoskeletal dysfunction can result. Make sure you educate yourself on which muscles dentists should target and which exercises can worsen your health. All exercise is not necessarily good exercise for dental professionals!

Dr. Rebecca Berry: “A saddle seat provides support for my back and makes me sit up straight. I have 3.5X loupes and want to go even stronger or possibly to a microscope once other practice/ student debt is paid down. It makes it easier to see clearly without hunching forward.”

Dr. Berry on the benefits of a headlight: A headlight is a must to see clearly without having to mess with an overhead light. I never use the overhead light.

5. Proper height. The most common positioning problem

I observe in dental schools is positioning the patient too high. As a general guideline, try to position the tooth surface at about elbow level or a few inches above.

Positioning higher than this leads to shoulder elevation and arm abduction (both risk factors for shoulder pain), especially in the 8 to 10 o’clock positions.

Dr. Aaron Layton: “(Investing in ergonomic equipment) is very important for the long-term bottom line. Dentists can work an extra 1-5 years.”

What Dr. Layton looks for in dentist seating: Back support.

6. Regular breaks. With school loans looming overhead, it

is tempting for new grads to schedule heavily and even push through lunch breaks to improve their productivity.

However, prolonged, static postures are one of the biggest culprits when it comes to damaging microtrauma.

Be sure to schedule your patients so you have short breaks in-between to walk and stretch. Also remember to perform chairside stretches regularly during naturally occurring 10-15 second pauses during procedures (Fig. 2).

Dr. Lindsay Goss: “It helps the top line. If we are able to comfortably and safely treat patients, then we can treat more patients during the course of a day, week and month. By using more ergonomic instruments, this allows us to decrease chair time and provide more comfortable care. In our office we hold each other accountable for practicing good ergonomics. If we see someone can improve what they are doing, then we bring it to their attention. We also schedule a mix of procedures every day and perform some sitting and standing to improve ergonomics.”

Dr. Goss on seating: It’s important to have a ball chair or a saddle chair for the operator and an assisting chair with a front arm and back support.

7. Control of the occlusal plane. I observe some of the

worst postures when my students are working on the

Fig. 2

PHOTO COURTESY OF BETHANY VALACHI

Dr. Hal Cohen: “If you’re more comfortable, you can perform more efficiently.”

What he looks for in lighting: Great visibility, but not irritating to docs or patients

Dentists should regularly perform stretches chairside.

Dr. Dennis Frazee: “If ergonomics are not part of your practice, you should start creating an early exit strategy because you will not be able to continue clinical dentistry.”

The most important element in patient seating: Lower back support Dr. Leah Massoud: “I recently switched to the A-dec 300 Continental Delivery System and I love it. I feel like my hands don’t get tired at all, keeps my wrist at a nice angle.”

What Dr. Massoud looks for in patient seating: Does the chair lower enough that the patient’s head will be positioned where I can comfortably reach them?

PHOTO COURTESY OF BETHANY VALACHI

Fig. 3 impression-making. Standing uses different muscles than sitting, and also reduces lumbar disc pressure and muscle strain.

9. Delivery systems. Different

types of delivery systems are more suitable for different body sizes, dental specialties and operatory layout. For instance, rear delivery requires an assistant who is welleducated in true four-handed dentistry, who changes all the burs on the handpieces and who transfers all the instruments (Fig. 3). Otherwise, the dentist may be continually twisting to retrieve instruments and handpieces, which research shows can lead to low back pain. Side delivery and overthe-patient delivery systems also have their pros and cons.

An example of a rear delivery system, which requires an assistant educated in true four-handed dentistry.

and extended neck postures. For a list of ergonomic headrests visit posturedontics.com/ crescent-headrests.php.

8. Stand up. Move the muscle

workload around to different areas of the body to avoid overworking one group of muscles. Try standing for injections, exams, geriatric patients, extractions and

10. Proper fit. Before buying a new

patient chair, make sure it is the right size for your operatory.

Measure its length when fully reclined, and compare to the available operatory space. Ensure you have at least 20 inches of clearance between the end of the CONTINUED ON PAGE 30 >>

Bethany Valachi, PT, MS, CEAS is author of the book, “Practice Dentistry Pain-Free: Evidence-based Strategies to Prevent Pain and Extend your Career� and clinical instructor of ergonomics at OHSU School of Dentistry in Portland, OR. A physical therapist who has worked exclusively with dental professionals for over 15 years, she is recognized internationally as an expert in dental ergonomics, and has been invited to lecture at over 700 conferences worldwide.

She has published more than 50 articles in peer-reviewed dental journals and has developed patient positioning and exercise DVDs specifically for dental professionals.

She offers free newsletters, articles, videos and product reviews on her website, posturedontics.com.

Check out our

Website www.thenewdentist.net New Dentist Blog | New Dentist Article Library | New Dentist Magazine Library New Dentist FREE Podcasts | New Dentist Resources

20 THENEWDENTIST.NET FA L L 2 0 1 6

Tip

Multispecialty Practice continued from page 7 think about, including incorporating an exit for compromised patients that isn’t visible to the public. This ensures sedated patients leaving after a procedure won’t run into patients coming into the practice or waiting for treatment, adding an extra level of privacy.

Larger, more private ops are also an essential part of a multispecialty practice, Dr. Carter said. Remember patients will be in the room for longer periods of time undergoing more complicated procedures. The rooms should have wheelchair access and be 15 to 20 percent larger than a standard operatory. Sound walls are also vital, and involve increasing the level of sound installation to help buffer any unwanted noises. This is especially important if you treat children. Dr. Carter recommends designing 20 percent of your operatories this way.

Multispecialty practices also need different HVAC and air conditioning, Dr. Carter said, and these mechanical systems should be engineered by a professional who understands the temperature control more sophisticated facilities require.

MOVING FORWARD Before you develop your multispecialty plan, you have to figure out why you

Benefits of a multispecialty practice • More convenience for patients, which leads to greater case acceptance • The ability to share technology with other dentists, making it more affordable to invest in expensive equipment • The opportunity to work in a collaborative environment and to learn from other dentists • It will attract patients who like the fact they can get all their dental care under one roof

To deliver even better care in a multispecialty practice, schedule specialists to be in the office more than just every other week or once a month, Dr. Spodak said. If a patient goes through oral surgery on Monday and has post-op questions or concerns on Wednesday, that patient doesn’t want to wait until the doctor is back in the office next month to get answers. want to own a multispecialty practice, whether it’s because you see a need in your community or because you want to open several practice locations that you’ll eventually sell, Dr. Spodak said. It can’t just be about the money.

In fact, Dr. Spodak said he probably would have brought in more money at the beginning of his career if he had taken a more traditional approach to practicing dentistry.

But once you add specialty services to your practice, you’ll start attracting more patients and eventually see an increase in revenue. Patients love the idea of only needing to go to one place to receive their dental care, and feel more comfortable walking into a familiar place with familiar faces when it’s time for treatment, Dr. Spodak said.

Plus, because you’re sharing equipment with multiple dentists in a collaborative environment, you’ll be able to invest in technology you otherwise might not be able to afford—further enhancing patient care.

“New patients call and say they want to come here because we have everybody under one roof,” Dr. Spodak said. “There’s a direct correlation between how easy it is for patients to seek care and how likely they are to accept care. When you offer things like evening hours, same day dentistry and multispecialty care, that turns into value for the patient.

They appreciate the effort and that helps your business grow.”

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21

ADVERTORIAL

Top 10 Things Dentists Need to Know About Working for IHS 1. You’ll be a health advocate for American Indians and Alaska Natives.

The Indian Health Service (IHS) is the federal health care provider and health advocate for 2.2 million American Indians and Alaska Natives. IHS’ Division of Oral Health (DOH) plays an integral role in providing dental care to this patient population.

PHOTO COURTESY OF INDIAN HEALTH SERVICE (IHS)

2. Amazing opportunities for new dentists abound.

Today, more than 272 dental officers practice at IHS, Tribal and Urban Indian Program facilities in general dentistry and in a range of specialties.

3. You’ll be making a difference.

American Indians and Alaska Natives suffer dental disease at rates several times higher than the overall US population. For patients who have diabetes, the disparity is even greater. IHS dentists provide patient care and educate patients and their families about oral health and disease prevention.

4. You’ll use state-of-the-art technologies.

IHS dental teams work in modern facilities using new advancements in technology. This includes digital Panorex X-ray equipment (both standard and 3-D), which allows dentists to manipulate 3-D images to fit within the size of an X-ray beam and then use 3-D printers to turn images into full-scale models. IHS facilities also employ Electronic Dental Record (EDR) software to collect and share patients’ dental and medical histories.

5. You’ll have access to unique cross-cultural opportunities.

American Indians and Alaska Natives represent a diverse, culturally rich community with proud traditions and unique heritages to share. IHS seeks individuals who appreciate cultural diversity and understand the importance of cultural sensitivity in interactions with patients and communities.

6. You can live, work and play in beautiful natural settings.

If you enjoy an adventurous outdoor lifestyle, you’ll want to know that IHS has career opportunities in a wide range of spectacular locations in some of the most scenic areas in the country, with a wealth of recreational options within easy reach.

7. Competitive pay and benefits — and you can pay off your student loans!

IHS dentists enjoy excellent compensation, including competitive pay, signing bonuses, comprehensive health care coverage and other great benefits. But one of the biggest incentives is eligibility

22 THENEWDENTIST.NET FA L L 2 0 1 6

for the IHS Loan Repayment Program (LRP), which offers repayment of qualified health profession education loans. The IHS LRP provides up to $20,000 a year in loan repayment, in exchange for an initial two-year service commitment, which can be renewed annually until all of your qualified student loans are paid. Opportunities are based on Indian health facilities with the greatest staffing needs.

8. You’ll have a choice of three career paths.

An IHS dentist can work within the civil service, in a Tribal or Urban Indian Program or as an officer with the US Public Health Service (USPHS) Commissioned Corps. Each path offers outstanding career rewards, competitive compensation and a comprehensive benefits package, based on training and experience.

9. There are opportunities for specialty training.

IHS offers long-term training in specialties such as pediatric dentistry, endodontics, oral surgery and dental public health. Dentists must fulfill two years of service with IHS; specialty training is not available at all IHS sites.

10. You can mentor students.

As an IHS dentist, you’ll have opportunities to mentor students through the IHS Dental Externship Program, which allows students to gain practical experience while attending dental school. Summer externships run from 30 to 120 days.

Opportunity. Adventure. Purpose.

Careers with the Indian Health Service

Our idea of a career path.

Embark on a path toward professional growth and personal fulfillment as a dentist working for the Indian Health Service (IHS) Division of Oral Health (DOH). Our dental health professionals deliver comprehensive care to an appreciative patient population within culturally diverse American Indian and Alaska Native communities nationwide.

IHS dentists enjoy an integrated, interdisciplinary team environment working within a collegial atmosphere. Combined with opportunities to be part of a rich, cultural tradition, you’ll also enjoy a structured, but flexible work schedule and have ample opportunity for recreational pursuits, all while living and working within some of the most beautiful areas of the country.

Professionally fulfilling and personally enriching — explore a world of opportunities in Indian health dental careers at www.ihs.gov/dentistry.

Opportunity. Adventure. Purpose.

The policy of the IHS is to provide absolute preference to qualified Indian applicants and employees who are suitable for federal employment in filling vacancies within the IHS. IHS is an equal opportunity employer.

Do you really need an

intraoral camera?

By Renee Knight, Editor

Why new dentists might want to invest in an intraoral camera and what to look for when they do.

Getting patients to say yes to treatment isn’t easy. Not only do dentists need to help patients overcome perceived barriers to care, they also must educate them about what’s going on in their mouths and why they need treatment. Most of the time just telling patients simply isn’t enough— which is where intraoral cameras come in.

With an intraoral camera, doctors can take pictures and videos inside the mouth so patients see exactly what they see.

This helps patients put more trust in the doctor, and that will make them much more likely to not only stay a loyal patient, but to also go forward with treatment.

“When patients see the issue, they will schedule the appointment and, more importantly, keep the appointment,” said Dr. Robert Clark, founder of DrQuickLook, the company behind the SD Plus intraoral camera system. “I used to have a lot of patients schedule and not show up. I’d leave the room and then hear them ask my hygienist or assistant if they really needed a crown. That doesn’t happen with intraoral images, which is critical for a new dentist. New dentists don’t see as many patients as a dentist in practice for 15 or 20 years. New dentists need to convince patients to commit to the required treatment.”

24 THENEWDENTIST.NET FA L L 2 0 1 6

So how do you find the best intraoral camera for your practice? Here’s what to look for.

MAKE SURE IT’S EASY TO USE Intraoral cameras are supposed to be simple, easy-to-use devices, said Gil Orenstein, regional product manager for intraoral imaging at Carestream Dental, the company that offers the CS 1200 and CS 1500 intraoral cameras. The camera you invest in also should integrate with your current software and your practice workflow, as well as be lightweight and ergonomic. And of course crisp, clear images are vital if you’re going to use your intraoral camera to enhance patient education and ultimately improve case acceptance. Intraoral cameras with the right lighting for the inside of the mouth and an autofocus tend to produce the best images.

Not only should the camera be easy to integrate, it should also improve practice efficiencies, KaVo Kerr Group Sensors and Cameras Product Manager Yena Chokshi said.

“Mobility of the camera illustrates this point well,” Chokshi said of the Gendex GXC-300. “If the dentist plans on sharing the camera between multiple operatories, then the camera should be easily portable.”

Dr. Sajit Patel, who’s been practicing for 11 years, found the right intraoral camera for his practice in the Claris i4D from SOTA Imaging. It offers high-quality images, making it easy for him to show patients why they need treatment.

When Dr. Patel is treating a patient with a cavity, he’ll take an image before he cleans out the tooth and again after so he CONTINUED ON PAGE 26 >>

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Gary’s passion is helping dentists and team members develop their ideal practice. Specializin g in a patient-centered approach, his unique, in-depth knowledg e of the elements of a successful practice has helped thousands of dental offices thrive in today’s changing business environment. Gary is also the founder of the Thriving Dentist Show audio podcast, the #1 dental podcast on iTunes. The Thriving Dentist Show is a weekly internet radio show where Gary interviews some of the most influential leaders in the dental profession . Dentists in 121 countries have download ed his Thriving Dentist Show.

When you introduce the CareCredit healthcare credit card to all patients as a financing solution, more patients will be able to get care. A recent study found:

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NEWD0916DA

Intraoral Camera continued from page 24

can show the patient just how much decay was there. This makes patients more likely to appreciate the work he’s done, and to take care of other issues in their mouth before they get worse.

“It’s a game changer in many ways,” Dr. Patel said. “Once you show patients a clean, crisp photo they realize the necessity of the work you’re recommending and how important it is to get it done. Using a hand mirror helps but that’s not nearly as useful as a camera.”

TIP Remember your assistant and hygienist will use the intraoral camera just as much or more than you, making it vital to provide them with the proper training.

Dr. Clark does the same thing, and said it’s even easier with the SD Plus because it’s a tablet. Patients can actually hold the tablet in their hands as they look at images of the inside of their mouth or the more than 30 patient education videos included with the system, all while the doctor sits chairside. The same will be true of the new system the company plans to release this fall.

LOOK FOR AN AFFORDABLE OPTION New dentists have plenty of debt to worry about, and many don’t want to spend a lot of money on new equipment right away. Intraoral cameras can be a great practice builder, so Dr. Patel recommends looking for an affordable option that will help you improve case acceptance without putting a huge dent in your pocketbook.

“The ROI is almost instantaneous

as soon as you start showing people broken teeth, gum disease, decay, etc. The list goes on and on,” said Dr. Michael Grossman, who uses the SD Plus intraoral camera system from DrQuickLook.

“For any patient that is unsure of the need for treatment it is hard to argue while holding a picture of your broken, decayed tooth.”

While cost is key, it’s still important to find an intraoral camera that offers high-quality images, said Albert Kim, VP of Sales and Marketing for SOTA Imaging. If the images aren’t up to standards, they won’t do nearly as much to improve case acceptance and enhance patient care.

“High image quality enables you to see hairline fissures and fractures that may be overlooked by the naked eye,” Kim said. “Intraoral cameras bring out those types of details so the doctor can communicate with the patient and be more preventive in their care.”

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It’s also important to invest in a product from a reputable manufacturer, Kim said. There are a lot of companies selling intraoral cameras online these days—cameras that are much cheaper, but that don’t meet all the regulatory certifications intraoral cameras need.

When you’re ready to invest in a camera, talk with colleagues about what they’re using, Dr. Patel said. Go to tradeshows and ask various manufacturers about their options. Ask if you can use the camera in your practice before you commit. This will give you a better feel for the camera and if it’s right for your practice.

MAKE THE MOVE No matter which intraoral camera you choose, adding these images to your patient education efforts will help improve case acceptance and grow your bottom line. Take the time to find the camera that fits best with your practice

and you’ll soon reap the benefits.

“When patients hold the image in their hands it makes them feel like they truly own their problem,” Dr. Grossman said. “The ease of use makes it super simple to show patients their condition in very little time. Once you get the hang of using it, it becomes a seamless transition from telling to showing.”

For more information on these intraoral cameras, visit these websites: DrQuickLook SD Plus: drquicklook.com Carestream Dental CS 1200 and CS 1500: carestreamdental.com SOTA Imaging Claris i4D: sotaimaging.com Gendex GXC-300: gendex.com/GXC-300

Pain Management continued from page 12

the care they need, it also helps you build a rapport with patients and ultimately grow your practice, Vet said.

If patients know you can successfully numb them so they feel minimal pain, they’ll be more likely not only to accept treatment, but to come back to your practice and to refer family and friends.

“Pain management is vital for new practitioners,” Dr. Nkansah said. “One way they’ll be evaluated by patients is through their ability to manage pain. You don’t want to be the cause of pain, but if you do cause it you want to be able to handle it effectively and efficiently.”

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Bank of America is a registered trademark of Bank of America Corporation. ©2016 Bank of America Corporation

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THENEWDENTIST.NET

27

BEEN THERE, Done That

Key Opinion Leader Dr. Daniel Ward on success.

I

n the 36 years since Dr. Daniel Ward first started practicing dentistry, he’s seen the industry transform. Back then, dentistry was associated with disease and pain, and people only went to the dentist when something was broken.

Today, patients go to the dentist to enhance their smiles and their self-confidence. Dentists now have the power to change people’s lives, Dr. Ward said, which is a “wonderful new part of dentistry.”

New dentists coming out of school are a big part of this, but if they’re going to be successful, it’s important for them to remember the learning doesn’t stop after dental school, Dr. Ward said. In fact, new dentists can expect to learn more in their first two years of practicing than they did the entire time they were in school—especially when it comes to the business side of owning a practice.

“Giving your patients the best care possible should always be your focus, but understanding that dentistry is a business is important to being successful,” Dr. Ward said. “Having the technical skills does not necessarily make you a successful dentist. Success depends on many factors. Knowledge, technical skills, people skills and business acumen are all important ingredients for a successful practice.”

Education: A lifelong journey No matter where you are in your career, invest in yourself and continue to expand your knowledge, Dr. Ward said. Seek out Continuing Education courses that focus on esthetic dentistry, CAD/CAM dentistry and implant dentistry. These are the services the public is most interested in, and areas you likely didn’t focus on in dental school. Learn the latest techniques and when you’re ready to add these services to your practice, you’ll be prepared.

But don’t feel like you need to invest in the equipment needed to offer some of these services from the beginning.

This is a mistake Dr. Ward has seen many new dentists make.

They buy their own practice right away and then equip it with technologies they don’t even really know how to use, giving them even more debt and more stress as they start their careers.

“They think just having the equipment will make them 28 THENEWDENTIST.NET FA L L 2 0 1 6

successful. The problem is, they don’t have the patient base to pay for that new equipment so it puts financial stress on them,” Dr. Ward said. “I recommend establishing a realistic budget in which the patient base and income will adequately pay for the overhead.”

Getting started Dr. Ward opened his dental practice right after he graduated from dental school—but he doesn’t recommend new dentists do the same. Instead, start with an internship or residency program to further enhance your skills, speed and techniques.

From there, he recommends working as an associate for at least two years before opening a new practice. Why? This gives you the opportunity to develop as a clinician while someone else manages the business aspects of the practice. You also see firsthand what to do and what not to do, which will help immensely when it’s time to go out on your own.

When you are ready to invest in your own practice, taking over a retiring dentist’s office could help set you up for success, Dr. Ward said. The practice will already have patients, and you can start to get to know these patients before the current dentist even retires.

If you decide to go this route, take the time to build relationships and trust with these patients before you talk to them about significant treatment, Dr. Ward said. Telling them they need full-mouth rehabs will likely scare them off, and leave them thinking all you care about is making money. Only perform treatment that’s absolutely necessary at first and then build comprehensive treatment plans from there.

“You can’t just come in and tell everybody they suddenly need $20,000 worth of treatment when the other dentist they’ve been seeing for years told them nothing needed done,” Dr. Ward said. “You can destroy a practice if you do that.”

Dr. Ward also has seen many young dentists take over a practice and then fire the entire team, which usually turns into a costly mistake. Not only do you need their practice knowledge, keeping them on board will also make patients more comfortable with the transition. Most patients won’t be happy when they find out their dentist is retiring, but if they know they will still see familiar faces when they come in for their appointments, they’ll be more likely to stay loyal to the practice.

CONTINUED ON PAGE 30 >>

Dr. Daniel H Ward was an Assistant Clinical Professor at The Ohio State University for 13 years and has been in private practice in Columbus, Ohio for 36 years. He is a fellow in the American College of Dentists, the International College of Dentists, the American Society for Dental Aesthetics, the Pierre Fauchard Academy and the Academy of General Dentistry. He has published articles in several journals, including the Journal of Prosthodontics, Journal of Esthetic and Restorative Dentistry, Dental Clinics of North America, Compendium, Collaborative, Dentistry Today and Inside Dentistry. Dr. Ward also developed a computerized method of smile design called the RED Proportion.

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Dr. Daniel Ward

Ergonomics

Products Dr. Ward recommends for new dentists:

continued from page 28

Loupes/magnification.

“When you see the tooth up close, your treatment is more precise.”

What he recommends: Designs for Vision. n

Be realistic Dentistry is a rewarding career filled with many opportunities to help patients while also affording you the ability to live a comfortable lifestyle. Just remember you won’t achieve all your financial goals right away. It might take some time, but you will get there.

“Those first few years are tough,” Dr. Ward said. “But if you can get through those years without the pressure of more debt as you develop your skills, you’ll get to the point where you can establish your own practice. It might take 5 to 10 years to get there, but then it will all make sense and the payoff will be worth it.”

Sectional matrices for Class II composites. “This is the only way to achieve predictable, properly formed, biologically sound Class II contacts.”

What he recommends: V-3 by Triodent. n

Glass ionomers. “Learn about and use this family of bioactive materials that can be a lifesaver with high caries patients.”

What he recommends: Fuji IX by GC America. n

Universal dentin bonding agents. “These dentin bonding agents can be used with all substrates in all situations. Use in the selective etch mode.”

What he recommends: All-Bond Universal by Bisco. n

Bulk fill composites. “Being able to build up a composite n

continued from page 20

with one layer is quicker, easier, eliminates voids between layers and will increase your willingness to place direct composites in ever increasing uses.”

What he recommends: SonicFill by Kerr.

Bioactive cements.

“This new hybrid cement reduces post-operative sensitivity, creates a good seal, is acid resistant and is easy to use.”

What he recommends: Ceramir by DOXA.

headrest and the counter (or delivery system) so you can easily work in the 12 o’clock position. This position enables you to maintain some of the most neutral body postures.

n

Digital impressions.

“The accuracy is there and you can immediately see your preparation. The workflow with the lab is seamless.”

What he recommends: 3M True Definition by 3M. n

Hard tissue lasers. “Look into the new hard tissue lasers which can greatly improve the patient experience.”

What he recommends: Lite Touch by AMD Lasers. n

My most important advice to new grads is this: Do not wait for a painful episode before investing in quality ergonomically correct equipment and education. Just as dentists recommend oral health care prevention to their patients, so should they heed their own advice when it comes to their own bodies. An ounce of prevention now can be worth a ton of saved time, pain and expense in later years!

Are you looking for a partner that offers solutions for your practice’s marketing needs in the digital era?

Working with Affordable Image has given us simply astounding results. We came to them with a boring, outdated website with very little traffic or SEO and their team transformed it into a stylish, easy-to-use website full of SEO and significantly more traffic. Thanks to Affordable Image, we are now a rapidly growing practice. We were once getting only a handful of new patients a month, but now our new patient numbers are up significantly!

The team at Affordable Image helped us create our logo and complete brand identity. They really took us step by step through the whole process, wanting to fully understand the practice we wanted to have. We couldn’t be more pleased with our logo and the look of our marketing pieces. When we were ready to open, our postcards were already in the mail getting us appointments and new patients lined up. In the year that we have been mailing, we are averaging at least 20 new patients a month directly from the postcard! For a new practice, those patients every month has been our lifeline.

The team from Affordable Image made the process so easy. We came to them with a dated (and hated) website. Their focus was always on how our patients and potential patients would use the site, so that we could get as many leads and new patients as possible, with that cutting edge, yet professional look! We love that it was designed just for us, working to meet our specific needs. And we love the fact that we have established such a good working relationship with not only the sales team, the support team but also the web design team.

We will be working with Affordable Image again in the future.

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SKINNY

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Admira Fusion is the world’s first ALL CERAMICbased direct universal restorative. Based on VOCO’s evolutionary Nano-ORMOCER (ORganically MOdified CERamic) technology, Admira Fusion is a technological breakthrough as a direct restorative as it offers many advantages compared to composites including up to 50% lower shrinkage and shrinkage stress, improved esthetics and handling and a new level of biocompatibility as it contains no classic monomers (BisGMA, TEGDMA, UDMA, etc.). Admira Fusion comes in both syringes and capsules and is available in 18 shades including three different opacities.

For more information visit vocoamerica.com.

Solutionreach offers a cloudbased patient relationship management technology designed to help dental providers manage connections with active, inactive and prospective patients all while freeing up time to do what’s most important—deliver the right message to the right patient at the right time. By integrating with existing office systems, Solutionreach helps fill care gaps, reduce costs and streamline office workflows. With its specific features designed to capture appointment updates, notify patients of upcoming services, promote new services or manage your online reputation, Solutionreach helps revolutionize patient relationships and optimizes the patient experience, making every patient the only patient.

For more information visit solutionreach.com.

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BancAlliance, a network of more than 200 community banks across 40 states, and Fundation recently announced a partnership that advances the small business lending capabilities of community banks and brings greater choice and simplicity to small businesses seeking credit from their local community bank.

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